Choose Civility

Civility–the way we treat our fellow humans and our comportment–is on everyone’s mind these days. Events from Cairo to Arizona have heightened our awareness and frustration. Here are five things you can do to raise the civility standards in your organization.

While enjoying breakfast with a client in California last week, the topic of civility surfaced. We were strategizing on how he could accomplish his aggressive 2011 revenue goals. He is chartered with accelerating growth in their services division, but could not do it without support from a senior executive in Sales. His situation may just sound similar to one you have faced in your company.

Here’s how the conversation ensued.

Lisa: It seems like the only way you can attain $50M in additional revenues is by engaging a senior sales executive. What about Jeff?

Client: Oh, that won’t happen.

Lisa: Tell me more.

Client: One of our company’s core values is trustworthiness. And Jeff does not always demonstrate that.

Lisa: What happens?

Client: Our global executive team includes a mixture of Germans, Canadians, Filipinos, Japanese, Chinese, Americans, and Indians. And then there’s Jeff. He is not only brusque; he talks about people behind their backs in public meetings.

Lisa: Hmmm…based on what I know about your culture, his behavior must really stand out. And it definitely sounds like we need a different approach.

Client: Yes, and I expect that Jeff will continue to lose headcount because The CEO heard about this. In fact, the CEO has re-assigned most of the sales organization to another Senior VP.

Do you know someone like Jeff in your company? A solid dose of civility just might help restore the desired behaviors and culture you want. Here are some places to start:

1. During meetings, turn off your smart phone. Unless you are an ER doctor or are just waiting for someone to arrive, show respect for others in the room. High touch trumps high tech.

2. Learn table etiquette. While flying home from Southern California, a young professional woman was munching on a sandwich. In between bites, she continued to lick mayonnaise from her fingers. Imagine the impression she makes in business meetings. These barbaric gestures reduce one’s business prospects immediately and subtly. Besides, napkins and a quick visit to the restroom are more appropriate options.

3. Free yourself from whining and gossip circles. If you continue to find yourself getting sucked into the negative conversation vortex, visit www.nocomplainingrule.com and download your favorite free poster. Reinforcement helps. Sometimes you need to address a sticky financial or client performance situation and share bad news; that is understandable. But hourly kvetching by you and your team members is counterproductive.

4. Regulate the time spent watching network or online news. You may find this surprising, since I am a member of the media. But here’s the issue: many business owners and CEOs invest their precious time and energy in react mode. Think of the number of times you turn on the news (or worse yet, check your email) immediately upon awakening. Circumstances immediately draw you in, and trigger worry, false interpretations, and opinions. Instead, create new morning habits, such as writing down your daily tasks or gratitude list, an exercise routine, or journaling. The news will still be there thirty minutes later.

5. Never tolerate passive-aggressive behavior again. This appears in many insidious forms. Here is an example. You confirm a standing meeting time with someone and they are consistently late–or never show up. Or when you brag about reaching an important sales goal, the passive aggressor says “Oh, too bad you didn’t hit your stretch goal.” Confront them immediately and tell them how offensive their comment is. I promise you are one of the few who have ever said anything to them.

I have met many company leaders whose civility speaks louder than words. And their consistent positive business performance results are no accident. Although you may never change the Jeffs of the world, you can be the change you wish to see in the corporate world. Choose your actions wisely.

Copyright 2011, Lisa Nirell. All rights reserved.

Lisa Nirell is the Chief Energy Officer of EnergizeGrowth®. She helps companies increase their wealth, improve their performance and attract great clients. Since 1983, Lisa has worked with Trend Micro, Zappos, BMC Software, Microsoft, IBM, and hundreds of entrepreneurs in nine countries. Lisa is also an award-winning expert speaker, business columnist and the author of “EnergizeGrowth® NOW: The Marketing Guide to a Wealthy Company.” To download your five complimentary educational bonuses and sample chapter, visit www.energizegrowth.com and register for EnergizeNews.

Mid-Air Disaster Avoided: Values beat Litigation!

Do you know how your values shape your performance?  Do you know your values in a way that you can access them to help you reengage and be at your best?  In this story my client gave me permission to share, you’ll hear how his values and his commitment to honor his word guided him. Here’s his story…

On an international flight from China, the captain’s voice woke us: “Will the doctors on board please press their call buttons.”  Continue reading » »

Five B2B Trends for 2011

I just completed twelve months of travel…and really enjoyed meeting with C-level B2B executives in Scandinavia, Canada, and every corner of the United States. Thankfully, some companies are waking up from a two year hibernation. Here are five compelling B2B business trends to watch them pursue in 2011:

1. Forward-thinking CEOs will finally loosen their purse strings and invest in top line growth. In 2010, U.S. companies sat on over $1.8T in cash reserves. Their investors are getting restless and want to see them innovate again. And you cannot lead your industry by just tweaking your balance sheet. That is so 2009. Now is the time to bolster your value proposition and give them a reason to invest with your firm.

2. Interactions with your employees, shareholders and customers will need to be even more transparent. Think about your website, email messages, tweets, and online posts. Are you being completely open and responsive about your strengths and weaknesses? If not, you can expect someone to do this for you. After five years of interacting with some savvy media moguls (think All Things Digital Conference), even the brazen Mark Zuckerberg of Facebook has improved in this area.

3.  Mobile technology will become more mainstream. “Smart phone” is an outdated term. Consider them as “smart devices.” They serve as e-wallets, instant messaging consoles, geo-locators, portable entertainment centers…oh, and phones too. These devices will force you to be even MORE clear, conversational, and succinct to grab mobile eyeballs. Staging short messages over time versus crafting long email messages will gain momentum (think multiple lessons, modules, and themes over a period of days, weeks or months).

4.  More people will pay others to simplify their lives. The Web has caused people to feel overwhelmed by information. Aggregators will emerge the victors. Alltop and Ragan Communications’ Daily Headlines services are fine examples of effective data aggregation. I predict a surge in personal shoppers and concierge services designed for the masses.

5. “Push marketing” is dead. Long live pull marketing. Take a long look at your online presence. Are you engaging your customers and community, or are you posting static pages? Push marketing happens when you spend time telling others why they should work with you. Pull marketing showcases key insights and lessons that will repeatedly draw your ideal customers to your community. Have you formed a customer advisory board yet? If you still rely primarily on your direct team members or impersonal online surveys for market input, you’re missing out on some major breakthroughs and customer retention opportunities. Listen to my recent interview with Geehan Group’s founder, Sean Geehan, for more insights on the value of “gloves off” customer advisory boards.

2011 is bound to be an exciting year. Some of your competitors will wait for all of the economic indicators to align before they launch new innovations and pursue new markets (even though some economic indicators no longer tell the whole story). While they continue to wear blinders, what will  you do to improve your line of sight?

This article originally appeared on FastCompany.com.

Photo courtesy of [http://www.freedigitalphotos.net/]

Copyright 2010, Lisa Nirell. All rights reserved.

Lisa Nirell is the Chief Energy Officer of EnergizeGrowth®. She is one of the only marketing experts with 27 years’ experience advising and working exclusively with B2B growth companies. Lisa helps her clients improve their top line revenues and attract more ideal clients. Lisa has worked with hundreds of entrepreneurs, as well as BMC Software, Sony, Wells Fargo, Microsoft, and IBM. She is also the author of EnergizeGrowth® NOW: The Marketing Guide to a Wealthy Company.” Visit www.energizegrowth.com and http://blog.energizegrowth.com today to download free educational resources and join the Energize News community.

Community Building for Managers

In The Hyper-Social Organization, authors Gossieaux and Moran (I did a podcast with Gossieaux a few weeks ago here) suggest that leaders need to create communities. They suggest leaders:

  • Behave naturally, not overly formal
  • Ditch rule books and embrace values
  • Live their values
  • Create trusting environments
  • Embrace transparency
  • Embrace diversity
  • Never compromise on the quality of the people who surround you
  • Let go of control

Which of these suggestions might be most helpful to you?

Community building is deeper and more organic than team development. Should our training programs be shifting away from team building to community building? I think some of the skills we practice when building teams are still relelvant (learning behavioral tendencies, for example). But what about the stages of team development? I think we might need to rethink how communities of coworkers develop, create agreement, communicate, and build relationships. What do you think? Hey, training professionals, how do you plan to change your development plans will all this in mind?

Lisa Haneberg

www.lisahaneberg.com

Realize Confidence

As we move into the autumn and winter months, for many of us, it becomes easier to reflect on our lives.  The darker days with rain and snow inevitably slow us down.  Use this time to contemplate where your confidence level is today in the different areas of your life; work, partnership, health, new acquaintances, and with new possibilities and risks.   

You will probably notice differences in these areas.  Notice also the state of your well-being in each of these areas.  Is there a direct correlation between well-being and confidence?

In The Essential Feminine™ Living Room, on October 27th at noon PST, we will be looking closely at how our energy, biorhythms, the meaning of our lives and our overall physical and mental health totally inform our confidence.  We will look at ways to raise our vibrations and discover how your choices relate to the life you live daily.

It is important to realize that a truly confident woman gains her strength from truly respecting her body, from a clear and rested mind and from a deeply expressed soul.

Join us in our “Living Room” for our complementary session of information and networking with women world-wide.  Register at: https://www1.gotomeeting.com/register/957535688

Maureen Simon  
415-381-5115  
maureen@theessentialfeminine.com
www.theessentialfeminine.com  
http://globaldialoguecenter.blogs.com/women/
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